Global Alliance Director

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Sr. Global Alliance Director, Channel and OEM based in Netherlands.

As Sr. Global Alliance Director, Channel and OEM, you will lead the creation and expansion of a global partner ecosystem that accelerates the adoption of next-generation AI infrastructure software. You will build a revenue-generating channel strategy from the ground up, establishing strategic relationships with VARs, OEMs, and distribution partners across international markets. Initially operating as a hands-on individual contributor, you will progressively build and lead a global channel organization as the business scales.

• Global Channel Strategy and Leadership: develop and execute the global channel and OEM strategy across North America, EMEA, and APJ.
• Partner Recruitment and Activation: identify and recruit high-potential national and regional VARs; manage the entire partner lifecycle.
• OEM Partnerships and Route to Market: establish strategic relationships with leading hardware OEMs, including Dell, HPE, Lenovo, Supermicro, and Cisco.
• Commercial Program Development: design and manage partner commercial frameworks, including discount tiers, deal-registration incentives, renewal margins, volume-based incentives, and named-account bonuses.
• Channel Transaction Management: develop scalable distribution and ordering processes.
• Sales and Partner Alignment: build effective co-selling models and joint account plans.
• Ecosystem Collaboration: coordinate VAR and OEM opportunities with broader technology alliances, including NVIDIA and ISV partnerships.
• Partner Enablement and Certification: own partner sales and technical enablement programs.
• Joint Marketing and Demand Generation: develop co-marketing programs and govern MDF.
• Channel Organization Development: design the future global channel organization.
• Revenue and Pipeline Ownership: own channel bookings, partner-sourced revenue, and partner-attached pipeline; apply MEDDPICC.
• Performance Management: establish quarterly business reviews (QBRs) and track KPIs.
• Cross-Functional Leadership: influence sales, marketing, legal, enablement, and technical teams.
• Continuous Optimization: assess partner productivity and refine the channel strategy.

• At least 8 years of experience in channel sales, reseller partnerships, OEM alliances, or ecosystem development within infrastructure software, AI infrastructure, or cloud technologies.
• Demonstrated success building partner channels from an early stage into productive, revenue-generating ecosystems, preferably across multiple regions.